Company Overview
Digital Barriers is a world-leading provider of secure video surveillance, edge intelligence and AI-enabled solutions for law enforcement, defence, government, critical national infrastructure and enterprise customers.
Our innovative technologies enable organisations to securely capture, transmit, analyse and manage mission-critical video, even across the most challenging network environments.
With customers operating in some of the world's most demanding environments, Digital Barriers continues to expand its portfolio of secure video, Edge AI and intelligent analytics solutions. Our reputation for innovation, operational excellence and customer success has positioned us as a trusted technology partner across the public safety, homeland security and defence sectors.
The Opportunity
Digital Barriers is seeking an experienced, motivated and commercially driven Sales Manager to accelerate our growth across the United States.
This is a quota-carrying sales role responsible for identifying, developing and closing strategic opportunities across Federal, State and Local Government, Law Enforcement, Defence, Critical Infrastructure and selected commercial markets.
The successful candidate will own the complete sales lifecycle, from prospecting and opportunity qualification through solution development, commercial negotiation and contract award whilst working closely with Pre-Sales, Engineering, Product Management and Delivery teams to ensure successful customer outcomes.
The Sales Manager will be responsible for developing strategic customer relationships, expanding partner networks and delivering sustainable revenue growth throughout the assigned territory.
This role requires a proven enterprise technology sales professional capable of building long-term executive relationships while consistently delivering against ambitious revenue objectives.
Key Responsibilities
- Develop and execute the US sales strategy aligned with company growth objectives.
- Own an annual sales quota and consistently achieve or exceed revenue and margin targets.
- Develop strategic territory and account plans across assigned markets.
- Identify, qualify and close new business opportunities across target vertical markets.
- Develop and manage executive-level customer relationships from operational users through to senior leadership.
- Generate and maintain a healthy sales pipeline capable of delivering quarterly and annual revenue targets.
- Lead complex enterprise sales opportunities from initial engagement through contract award.
- Work collaboratively with Pre-Sales to develop technical solutions that address customer operational requirements.
- Manage customer evaluations, demonstrations, proof-of-concept activities and pilot deployments.
- Develop long-term account growth strategies for existing customers.
- Build and manage relationships with distributors, systems integrators, manufacturers' representatives and strategic technology partners.
- Support channel development and partner enablement activities throughout the United States.
- Maintain accurate opportunity forecasting and pipeline management using Salesforce CRM.
- Represent Digital Barriers at customer meetings, trade shows, conferences and industry events.
- Work closely with Marketing to support lead generation and demand generation campaigns.
- Provide market intelligence regarding competitors, customer requirements and emerging technologies.
- Contribute to proposal development, RFP responses and strategic bids.
- Ensure exceptional customer satisfaction throughout the sales lifecycle.
What You Bring
Candidate Must Have's
- Minimum five years' experience selling enterprise technology solutions.
- Proven track record of consistently exceeding sales quotas.
- Experience managing complex consultative sales cycles.
- Strong understanding of enterprise software, video surveillance, networking, AI or security technologies.
- Experience selling into Federal, State or Local Government, Law Enforcement or Critical Infrastructure markets.
- Experience engaging senior executives and technical stakeholders.
- Excellent presentation, negotiation and communication skills.
- Strong commercial awareness with the ability to develop compelling business cases.
- Self-motivated with excellent organisational and time management skills.
- Comfortable working independently within a home-based environment.
- Willingness to travel extensively throughout the United States.
This will make you stand out
- Experience selling video surveillance, Edge AI or public safety technology.
- Existing relationships within Federal agencies, State and Local Government, law enforcement or homeland security organisations.
- Experience working with channel partners, distributors and system integrators.
- Knowledge of US public sector procurement processes and contract vehicles.
- Understanding of cloud technologies, secure communications, AI analytics or video management platforms.
- Familiarity with Salesforce, Microsoft SharePoint and Microsoft Teams.
Key Attributes
- Results-driven sales professional.
- Consultative solution seller.
- Strategic thinker with strong commercial judgement.
- Excellent relationship builder.
- Confident communicator and presenter.
- Self-starter with a proactive approach.
- Collaborative team player.
- Customer-focused with high professional standards.
- Resilient, adaptable and highly motivated.
Success Measures
- Achievement of quarterly and annual sales targets.
- Growth of qualified sales pipeline.
- New customer acquisition.
- Expansion of existing customer accounts.
- Accurate sales forecasting.
- Customer satisfaction and retention.
- Growth in partner-generated opportunities.
- Contribution to Digital Barriers' strategic growth across the United States.
Pay: $120,000.00 - $150,000.00 per year
Work Location: Hybrid remote in Washington, DC 20001
